Podcasts · 30 Minutes to President's Club | No-Nonsense Sales
#619: Active Listening to Loosen up Your Discovery Calls and First Dates | Sam McKenna | 30MPC Hall of Fame
· 28 min
Episode #619: Active Listening to Loosen up Your Discovery Calls and First Dates | Sam McKenna | 30MPC Hall of Fame
The Social Selling Course is live. Get the launch-week discount and save $50 through Oct 26: https://30mpc.com/course/social-selling-course
FOUR ACTIONABLE TAKEAWAYS
•
3-step process every time you book a meeting: Show gratitude, send an invite with your company name first, and connect with them on LinkedIn.
•
Use a pre-call checklist for discovery. Research everything you can about your buyer and show them you know them in the first 5 minutes of the call.
•
Use “typically” language when prospects are hesitant to open up. By sharing common situations, it allows them to nail down their specific problem(s).
•
Once you get to a problem, tell a story: “You make me think of a customer where XYZ was the problem, ABC is what we did, which led to 123 results”. This helps build trust and gets them to open up further.
You’re one step closer to President’s Club!:
🏋 30MPC Training: https://www.30mpc.com/course/team-training
🛠 Weekly Newsletter: https://hubs.li/Q02NJQ8p0
📚 Things you can steal and use today: https://linktr.ee/30mpc_youtube
Shows are listed from Apple Podcasts' charts and directory, and Podcast Index where it is used. Every show and episode belongs to its publisher and plays from the publisher's own feed; this site hosts none of them. Explicit shows are for adult profiles only, and children’s profiles hear only children’s shows. More about this list.